Senior Account Executive - Mid Market - Southeast

Responsibilities

• Own and grow a strategic commercial territory covering high-growth accounts and existing customers with 500–2,500 employees, with emphasis on Fortune 1000 organizations.
• Develop and execute sophisticated account and territory plans.
• Build executive relationships with CISOs, CIOs, identity leaders, security architects, and senior technology buyers.
• Create pipeline, identify whitespace and competitive displacement opportunities, and manage deal velocity and forecasting.
• Sell 1Password’s Unified Access platform across people, AI agents, and machines, including Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.
• Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into business value.
• Lead complex, multi-stakeholder sales cycles involving security, IAM, IT, DevOps, platform engineering, finance, legal, procurement, and executive sponsors.
• Conduct executive presentations, discovery sessions, workshops, business-value assessments, negotiations, and close planning.
• Create mutual action plans and apply MEDDPPICC or a comparable enterprise qualification methodology.
• Structure and negotiate complex, multi-year, multi-product agreements.
• Expand existing accounts through cross-sell, upsell, and platform adoption.
• Attend customer meetings, industry events, and travel regularly throughout the territory.

Requirements

• 6+ years of experience selling to Fortune 1000 organizations and high-growth companies with 500+ employees.
• 2+ years of substantial cybersecurity sales experience.
• Consistent record of exceeding $1.5M annual quotas, including quotas in the $1.5M–$3M+ range.
• Multiple years of elite sales performance and recognition such as President’s Club or equivalent.
• Experience selling enterprise platforms and multi-product transformations.
• Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
• Established relationships with enterprise CISOs, CIOs, senior security and IT leaders, IAM leaders, and identity/security architects.
• Ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and connect technical priorities to executive business cases.
• Proven success winning net-new strategic logos and expanding existing accounts.
• Strong executive presence and communication skills with C-suite and technical audiences.
• Strong account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.
• Must be based in the Mid-Atlantic or Southeast region.

Nice to Have

• Knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.
• Experience competing against major enterprise identity and cybersecurity platform providers.
• Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
• Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.